GTM Strategy and Operations Manager

What You Will Do (Essential Responsibilities):

Analytics, Data and Decision Infrastructure:

• Own the analytical foundation for pipeline through renewal, including the commercial data model, metric definitions, source-of-truth logic, transformations and dashboard architecture.
• Build reliable reporting for pipeline coverage, stage conversion, win rate, deal size, sales cycle, slippage, forecast accuracy, retention, renewal risk and partner contribution.
• Create analytical views across region, segment, product, source, owner, partner, opportunity type and cohort, using trend and root-cause analysis to explain performance drivers.
• Establish data-quality monitoring, reconciliation and reporting QA across Salesforce, Clari and related sources so leaders can trust outputs and understand metric lineage.
• Deliver decision-ready pipeline, forecast and renewal narratives that distinguish signal from noise and recommend specific management actions.

AI, Automation and GTM Engineering:

• Design, build and operate production-ready AI workflows for opportunity hygiene, deal-risk detection, forecast commentary, meeting intelligence, next-step quality, renewal preparation, churn and expansion signals, and management reporting.
• Connect AI capabilities to Salesforce, Clari, Clari Copilot and structured commercial data using low-code tools, integrations, APIs and agent-based platforms.
• Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls and monitoring for accuracy, adoption and business impact.
• Apply appropriate governance for data security, permissions, transparency and responsible use while continuously testing and improving workflow performance.
• Identify high-value automation opportunities, quantify expected benefit and measure realised gains in forecast accuracy, seller capacity, cycle time and retention visibility.

Opportunity, Pipeline and Forecasting Ownership:

• Own the Salesforce opportunity lifecycle from creation through qualification, progression and close, including stages, entry and exit criteria, required fields, validation and hygiene standards.
• Own the forecasting operating model, including cadence, hierarchy, categories, inspection views, submissions, governance and forecast-accuracy measurement.
• Administer and optimise Clari and its Salesforce integration, ensuring access, roll-ups, workflows and data are accurate, usable and trusted.
• Use Clari and Clari Copilot insights to surface movement, slippage, risk, upside, stakeholder coverage and coaching opportunities for leaders and sellers.
• Partner with Sales leadership to improve pipeline discipline and execution through clear process, enablement, inspection and data-led intervention.

Close, Renewal and Partner Operations:

• Own closed-won handoff into implementation and Customer Success, including required context, ownership, service levels, milestone capture and exception management.
• Design and maintain renewal processes covering record creation, ownership, timelines, stages, risk, forecast categories, escalation, retention outcomes and expansion signals.
• Own scalable processes for partner-sourced and partner-influenced opportunities, including registration, approval, attribution, handoffs and performance reporting.
• Ensure closed-lost, churn and contraction reasons are consistently captured and converted into actionable insight.

Cross-Functional Leadership and Governance:

• Serve as the operational and analytical partner to Sales, Customer Success, Partnerships, Finance, GTM Systems and executive leadership for pipeline-to-renewal performance.
• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement and adoption measurement.
• Drive alignment on commercial definitions, forecast policy, data standards and prioritisation, balancing near-term needs with scalable architecture.

What You'll Need (Required Knowledge, Skills & Abilities):

• 4+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Customer Operations, GTM Engineering, Revenue Systems or an equivalent technical GTM role in a B2B technology or SaaS environment.
• Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture and scalable reporting infrastructure for operational and executive decision-making.
• Strong Salesforce proficiency across opportunity data modelling, process design, automation, reports, dashboards, permissions and data-quality governance.
• Hands-on experience with forecasting processes and platforms, preferably Clari, including configuration, inspection, reporting and forecast-accuracy analysis.
• Demonstrated success building and operationalising AI-enabled workflows using low-code tools, integrations, APIs or agent-based platforms.
• Working knowledge of AI workflow design, including prompt design, structured outputs, testing and evaluation, monitoring, exception handling and human oversight.
• Experience designing opportunity, close, customer handoff, renewal and recurring-revenue reporting processes.
• Ability to combine quantitative analysis with commercial judgement, communicate clear recommendations and influence senior cross-functional leaders.
• Strong requirements-gathering, process-mapping, solution design, testing, documentation and change-management skills.

What Would Be Nice (Preferred Experience):

• Experience with Clari Copilot, conversation intelligence or AI-assisted deal inspection.
• Experience with SQL, BI tools, data transformation, reverse ETL or warehouse-based reporting.
• Experience building GTM applications, internal tools or agents in a GTM Engineer capacity.
• Exposure to Salesloft, Lusha, Clay, Nooks, Qualified or LinkedIn Sales Navigator, plus experience supporting enterprise or multi-product recurring-revenue motions.